If you sell it, they will pay! Right? That’s how it works. You agree to specifications with the customer, they submit the work, and when it’s completed the accounting team generates and invoice and the customer pays it. That inbound money ensures that sales commissions can be paid along with all the other business expenses.

But what if the work that was agreed on isn’t the work that was finally produced? What if the specifications change or the substrates needed aren’t available and something else is substituted? What if work is delivered early, or late? What if there is a change in shipping destination? What if after the work is approved and printed, the customer wants to make a change?

Each of these situations changes the cost basis of the work produced. How do you handle changes in your shop? Does it depend on the customer? The salesperson? The product? If there is not an established policy, you are most likely leaking money out of your sales and production workflows.